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Category Archives: Sales Tools
What We Have Here Is A Failure to Communicate
Why do most B2B sales people miss their quota? At the top of my list is the failure to communicate. Just as in the classic movie “Cool Hand Luke”, when the (admittedly evil) Captain can’t get Luke to cooperate and he … Continue reading
Posted in Sales Tools
Tagged B2B, communication, marketers, sales, sales people, selling
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The Utopian Future of Channel Selling
Channel partners and VARs are the redheaded stepchild (treated without the favor of birthright) when it comes to obtaining the attention and resources from manufacturers of the countless products they sell. They’re the last to get training and the first … Continue reading
Posted in Channel Partners, Marketing Guru, Sales Tools
Tagged 3D Products, access, channel, Channel Partners, Global, interactivity, marketing, OEM, online, product demonstrations, sales, sales tools, tools, training, Vars, worldwide, worldwide sales
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Why Engagement Leads to Revenue Growth
Getting prospects to REALLY understand your complex B2B offering, and why your solutions are better than the competition, is one of the hardest things for a marketer to achieve. Many of us fail at successfully communicating our differentiation and inevitably loose … Continue reading
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